Executive Job Description | Vice President of Sales and Strategic Acccounts
. Headquartered in a prime SE city, the client ranks among the top lighting companies in the world. This means that they have the financial capability, technical acumen and manufacturing footprint to continue designing and delivering the most advanced commercial, outdoor, industrial, hazardous location, controls, down lighting, track lighting, emergency and exit lighting in the industry.
The company has over 20 unique brands to meet the most discerning customer requirements
Revenues are about $750mm and have flattened due to the economy and new construction starts.
The scope of the position includes strategy, marketing, global growth and planned profit contribution.
THE POSITION
Reporting to the President, the Vice President of Sales and Strategic Accounts (VPSSA) will lead the development and execution of the business capture plan to achieve business segment, product line, and geographic sales targets. Reporting to the position will be a Director of National Accounts, a Marketing Manager, two VP’s of International Sales, a Government and a Municipal accounts manager, among others.
He/She will provide the leadership and direction of this team, develop relationships at an executive level within the targeted market sectors, and collaborate cross functionally to establish the company as a top Value Leader. The (VPSSA) will partner with his/her direct reports in order to effectively implement and deliver the annual revenue plan, sales and marketing strategy, proposal development and pricing strategy. He/She will manage/execute on strategic customer plans/objectives and build professional relationships with key client business leaders. This person will be part of the Strategic Leadership Team.
As such, the VPSSA will bring a high level acumen and a growth perspective, appropriate for a mid-cap company to best rationalize its product and capabilities portfolio and identify substantial growth opportunities. He/she is the “executive in charge” of the organic and strategic growth mission. Success in this role depends on combining strategic impact, process expertise, tactical excellence and investments custom packaged around the needs of key account decision makers in specific industry verticals.
This individual will be comfortable with routine domestic travel and occasional international travel, supplemented by opportunity meetings.
REQUIREMENTS
Education:
Bachelor’s degree required
MBA strongly preferred
Technical degree an advantage
Skills and Experience:
• 20 years of domestic and international sales leadership and market development experience culminating in > $100 mm of revenue growth. Experience in light duty, high volume engineered industrial products is essential. Lighting industry experience is not required
• Demonstrated progressive sales, marketing and or business development leadership experience with a strong track record of meeting or exceeding the business plan, partially through the development of executive level decision maker relationships with National Accounts and International accounts.
• Proven track record of exceptional leadership skills in order to successfully lead, motivate and retain talent. Should be viewed by past employers as a high potential executive at the very top of his/her peers based upon fact based criteria.
• Substantial ability to develop key customer relationships and to utilize those relationships in order to strategically position an offering for success
• Strong contract and deal management experience; ability to partner with Finance, R&D, legal, and manufacturing, as appropriate, to determine contract terms and conditions
• Ensures seamless integration of new product and service platforms into the New Business portfolio
|
